Electronic Security Sales Account Executive

We are seeking an Electronic Security (ESS) Sales Account Executive to join our federal team. Johnson Controls supports the nation’s most critical facilities and enables essential missions by modernizing U.S. military installations, Department of Defense, and other federal agency facilities to be smarter, more resilient, efficient, sustainable, and secure. The Security Account Executive is an experienced salesperson responsible for profitable sales growth of new and existing accounts within an assigned territory while maximizing customer satisfaction and retention.

Must be based in the Washington D.C. Metro area or Norfolk, VA area (employee’s choice) due to the territory being supported.

Eligible for benefits on first day of employment.

3 weeks of paid vacation, 5 sick days, 3 floating holidays, and 10 standard holidays per calendar year.

• Increase market share by selling a broad range of Johnson Controls and other OEM electronic security products and services to new and existing federal customers.
• Build and develop an account portfolio in the assigned territory primarily through prospecting, business development activities, capture of competitive solicitations, and the sale of security solutions through current and new contract vehicles.
• Use account‑management practices to penetrate accounts and expand the sale of security solutions across the account enterprise.
• Drive recurring revenue growth by renewing and expanding existing customer maintenance and software support agreements.
• Identify and support cross‑sale opportunities to provide other Johnson Controls portfolio solutions of fire, HVAC, and building automation systems into assigned accounts.
• Act as Capture Manager for competitive solicitations, leading and contributing to the technical development, pricing, and written narratives of comprehensive winning proposals.
• Actively participate in and lead customer presentations and systems demonstrations utilizing technical knowledge, sales skills, and business acumen to assist in driving opportunities that create growth.
• Develop account plans and execute strategic growth initiatives for new and target accounts.
• Independently establish call plans and customer follow‑up strategies and tactics; consistently apply time and territory management techniques.
• Assist application engineering resources in the solution design of building security systems (e.g., Access Controls, Intrusion Detection Systems, Video Surveillance Systems, data networks, etc.) at federal government sites.
• Collaborate with internal resources to improve operational delivery through the collection of customer feedback and emerging trends in the security industry.
• Partner with Field Operations teams to ensure proper application of systems products to meet customer expectations.
• Conduct market research on upcoming technologies expected to impact the Federal security business and maintain an understanding of existing account‑base needs and gaps.
• Ensure the use of Johnson Controls Federal Systems policies and procedures in all aspects of project preparation and implementation.

• 5+ years of demonstrated expertise in the development and sales of Electronic Security Systems projects (Intrusion Detection Systems, Access Controls, Video Surveillance Systems, etc.). 10+ years preferred.
• Ability to relate technical knowledge to both technical and non‑technical audiences.
• Excellent oral, written, and presentation skills with the ability to present to senior‑level executives and senior military officials within the customer organization and Johnson Controls organizations. Technical writing experience strongly preferred.
• Must obtain and maintain a Department of Defense Secret security clearance (background/character, criminal history, employment, and credit check).
• Ability to travel up to 50%, primarily within the Washington D.C. Metro and Norfolk, VA area.

• Proven ability to develop and manage complex and enterprise‑level accounts.
• Knowledge and experience with large integrated electronic security systems at federal government sites.
• Experience selling…